0
Canvasing              the Enterprise   © 2012 BigVisible Solutions
David J BlandAgile / Lean / XP / KanbanStartups & EnterpriseseCommerce to Counter Terrorism © 2012 BigVisible Solutions   ...
© 2012 BigVisible Solutions   3
What is aBusiness Model?        © 2012 BigVisible Solutions   4
What is aBusiness Model?(answers may surprise you)                © 2012 BigVisible Solutions   5
“A business model describes therationale of how an organizationcreates, delivers & captures value”                        ...
A business model used to be staticand survived many years.              © 2012 BigVisible Solutions   7
Now business models should beevolving with the organization.                                                 Minimum Viabl...
Experiments on:- Product- Process- Business Model          © 2012 BigVisible Solutions   9
Source: Alex Osterwalder   © 2012 BigVisible Solutions   10
Level 1Checklist          © 2012 BigVisible Solutions   11
What are theelements thatmake up abusiness model?       © 2012 BigVisible Solutions   12
Customer                               Segment      “For whom are we creating value?”Source: Adapted from Alex Osterwalder...
Value                               Proposition      “What value do we deliver to the      customer?”Source: Adapted from ...
Channels      “How do we deliver the value we      create to the customer?”Source: Adapted from Alex Osterwalder          ...
Customer                               Relationships      “How do we create & maintain      relationships with our custome...
Revenue                               Streams      “How much will these customers pay      for the value we create?”Source...
Cost                               Structure      “How much will this cost to create      and maintain?”Source: Adapted fr...
Key                               Resources      “Who and what will we need to      create this value?”Source: Adapted fro...
Key                               Activities      “What will we do with these      resources to build value?”Source: Adapt...
Key                               Partners      “Who would we partner with that      will provide us with Key Resources or...
This level ofunderstandingis a goodstarting point.        © 2012 BigVisible Solutions   22
Level 2Hypothesis          © 2012 BigVisible Solutions   23
“Let’s map out our existing business model”                                        ?                           ?          ...
“Who is our Customer Segment?”                                        ?                           ?                       ...
“What need of theirs do we solve?”                                        ?                           ?                   ...
“How do we deliver our solution to them?”                                        ?                           ?            ...
“How do we build relationships with them?”                                        ?                         ?             ...
“How do we make money delivering this value?”                                        ?                         ?          ...
“What does this cost us to build & maintain?”                                        ?                         ?          ...
“Who & what do we need to create this?”                                        ?                         ?Source: Adapted ...
“What activities do these resources perform?”                         ?Source: Adapted from Alex Osterwalder              ...
“Who do we partner with?”Source: Adapted from Alex Osterwalder                                        © 2012 BigVisible So...
Before I lose youplease stay for thisnext slide.        © 2012 BigVisible Solutions   34
This can apply to internal projects!Source: Adapted from Alex Osterwalder                                        © 2012 Bi...
This can be an                                             Internal User or                                             St...
This can be an                                                     Internal                                               ...
These can be Internal Costs    and Metrics.Source: Adapted from Alex Osterwalder                                        © ...
These can be    Internal    Partnerships    across    Functional    DepartmentsSource: Adapted from Alex Osterwalder      ...
Still with me?GOOD        © 2012 BigVisible Solutions   40
“I wonder how much of this is reality…”                                        ?                           ?              ...
Level 3Validation          © 2012 BigVisible Solutions   42
“Let’s validate our riskiest assumptions”                                        ?                           ?            ...
This is most                                          likely your                                          Riskiest       ...
Empathy Maps                                               Personas                                               Usage An...
This is most           likely your           other           Riskiest           Assumption© 2012 BigVisible Solutions   46
Does your product                                                    solve a need for the                                 ...
What happens when we    subtract costs from revenue?Source: Adapted from Alex Osterwalder                                 ...
Go get someone fromaccounting, now.         © 2012 BigVisible Solutions   49
Who are we  partnering with  and what are  they bringing?Source: Adapted from Alex Osterwalder                            ...
Introducing some      customizations       Lean Canvas       by Ash MauryaSource: Ash Maurya                     © 2012 Bi...
Business Model                                                  Lean          Canvas                                      ...
Business Model Canvas                                             Lean Canvas          Customer Segment                   ...
Lean Canvas                                                                Customer Segment                               ...
Disclaimer:Problem / Solution Fitand Product / Market FitARE DIFFERENT           © 2012 BigVisible Solutions   55
Problem / Solution FitProduct / Market Fit        © 2012 BigVisible Solutions   56
© 2012 BigVisible Solutions   57
© 2012 BigVisible Solutions   58
1   2                                  3                              4© 2012 BigVisible Solutions           59
These                                      1   2havepotential.                                3                           ...
ChooseCustomer,                                 1   2                                              3Problem,Solution      ...
DesignMinimum                                1   2Viable                                           3Experiments.          ...
123                                 3.14    © 2012 BigVisible Solutions         63
Cultural, Organizational & LeadershipBarriers         © 2012 BigVisible Solutions   64
Are your teamsempowered to use acanvas?       © 2012 BigVisible Solutions   65
© 2012 BigVisible Solutions   66
How does this scaleup and across theorganization?       © 2012 BigVisible Solutions   67
© 2012 BigVisible Solutions   68
Vision Strategy     Team© 2012 BigVisible Solutions   69
Experiment DashboardID   Hypothesis     Description Status          Next Steps                  © 2012 BigVisible Solution...
Where do thenew ideas go?       © 2012 BigVisible Solutions   71
How topitch a VC VP      © 2012 BigVisible Solutions   72
But we’re alreadydoing agile do wereally need a canvas?        © 2012 BigVisible Solutions   73
Iterative Product+ Static Business Model Failed Organization             © 2012 BigVisible Solutions   74
Place the Canvas on the wallnext to your Kanban board.           © 2012 BigVisible Solutions   75
Questions?  © 2012 BigVisible Solutions   76
David J Bland              Agile Consultant              [m]: +1 703 945 0700              [ e ]: dbland@bigvisible.com   ...
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Canvasing the Enterprise

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David J. Bland discusses why you need to care about visualizing and experimenting on your business models.

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Transcript of "Canvasing the Enterprise"

  1. 1. Canvasing the Enterprise © 2012 BigVisible Solutions
  2. 2. David J BlandAgile / Lean / XP / KanbanStartups & EnterpriseseCommerce to Counter Terrorism © 2012 BigVisible Solutions 2
  3. 3. © 2012 BigVisible Solutions 3
  4. 4. What is aBusiness Model? © 2012 BigVisible Solutions 4
  5. 5. What is aBusiness Model?(answers may surprise you) © 2012 BigVisible Solutions 5
  6. 6. “A business model describes therationale of how an organizationcreates, delivers & captures value” -Alexander Osterwalder © 2012 BigVisible Solutions 6
  7. 7. A business model used to be staticand survived many years. © 2012 BigVisible Solutions 7
  8. 8. Now business models should beevolving with the organization. Minimum Viable Large Batch Small Batch Experiments Organized by Cross Functional Entrepreneurial Function Teams Teams © 2012 BigVisible Solutions 8
  9. 9. Experiments on:- Product- Process- Business Model © 2012 BigVisible Solutions 9
  10. 10. Source: Alex Osterwalder © 2012 BigVisible Solutions 10
  11. 11. Level 1Checklist © 2012 BigVisible Solutions 11
  12. 12. What are theelements thatmake up abusiness model? © 2012 BigVisible Solutions 12
  13. 13. Customer Segment “For whom are we creating value?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 13
  14. 14. Value Proposition “What value do we deliver to the customer?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 14
  15. 15. Channels “How do we deliver the value we create to the customer?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 15
  16. 16. Customer Relationships “How do we create & maintain relationships with our customers?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 16
  17. 17. Revenue Streams “How much will these customers pay for the value we create?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 17
  18. 18. Cost Structure “How much will this cost to create and maintain?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 18
  19. 19. Key Resources “Who and what will we need to create this value?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 19
  20. 20. Key Activities “What will we do with these resources to build value?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 20
  21. 21. Key Partners “Who would we partner with that will provide us with Key Resources or Key Activities?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 21
  22. 22. This level ofunderstandingis a goodstarting point. © 2012 BigVisible Solutions 22
  23. 23. Level 2Hypothesis © 2012 BigVisible Solutions 23
  24. 24. “Let’s map out our existing business model” ? ? ? ? ? ? ? ? ? ? ? ? tip: tell a storySource: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 24
  25. 25. “Who is our Customer Segment?” ? ? ? ? ? ? ? ? ? ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 25
  26. 26. “What need of theirs do we solve?” ? ? ? ? ? ? ? ? ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 26
  27. 27. “How do we deliver our solution to them?” ? ? ? ? ? ? ? ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 27
  28. 28. “How do we build relationships with them?” ? ? ? ? ? ? ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 28
  29. 29. “How do we make money delivering this value?” ? ? ? ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 29
  30. 30. “What does this cost us to build & maintain?” ? ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 30
  31. 31. “Who & what do we need to create this?” ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 31
  32. 32. “What activities do these resources perform?” ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 32
  33. 33. “Who do we partner with?”Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 33
  34. 34. Before I lose youplease stay for thisnext slide. © 2012 BigVisible Solutions 34
  35. 35. This can apply to internal projects!Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 35
  36. 36. This can be an Internal User or StakeholderSource: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 36
  37. 37. This can be an Internal Product or B2B Solution.Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 37
  38. 38. These can be Internal Costs and Metrics.Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 38
  39. 39. These can be Internal Partnerships across Functional DepartmentsSource: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 39
  40. 40. Still with me?GOOD © 2012 BigVisible Solutions 40
  41. 41. “I wonder how much of this is reality…” ? ? ? ? ? ? ? ? ? ? ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 41
  42. 42. Level 3Validation © 2012 BigVisible Solutions 42
  43. 43. “Let’s validate our riskiest assumptions” ? ? ? ? ? ? ? ? ? ? ? ?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 43
  44. 44. This is most likely your Riskiest AssumptionSource: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 44
  45. 45. Empathy Maps Personas Usage Analysis Cohort Analysis Customer Interviews Surveys A/B TestingSource: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 45
  46. 46. This is most likely your other Riskiest Assumption© 2012 BigVisible Solutions 46
  47. 47. Does your product solve a need for the Customer Segment? How do you validate or invalidate that statement?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 47
  48. 48. What happens when we subtract costs from revenue?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 48
  49. 49. Go get someone fromaccounting, now. © 2012 BigVisible Solutions 49
  50. 50. Who are we partnering with and what are they bringing?Source: Adapted from Alex Osterwalder © 2012 BigVisible Solutions 50
  51. 51. Introducing some customizations Lean Canvas by Ash MauryaSource: Ash Maurya © 2012 BigVisible Solutions 51
  52. 52. Business Model Lean Canvas Canvas efficiency value product marketSource: Adapted from Osterwalder & Maurya © 2012 BigVisible Solutions 52
  53. 53. Business Model Canvas Lean Canvas Customer Segment Customer Segment Value Proposition Unique Value Proposition Customer Relationship Unfair Advantage Channel Channel Revenue Streams Revenue Streams Cost Structure Cost Structure Key Resources Key Metrics Key Activities Solution Key Partners ProblemSource: Adapted from Osterwalder & Maurya © 2012 BigVisible Solutions 53
  54. 54. Lean Canvas Customer Segment Unique Value Proposition Unfair Advantage Problem / Solution Channel Product / Market Revenue Streams Cost Structure Key Metrics SolutionSource: Adapted from Ash Maurya Problem © 2012 BigVisible Solutions 54
  55. 55. Disclaimer:Problem / Solution Fitand Product / Market FitARE DIFFERENT © 2012 BigVisible Solutions 55
  56. 56. Problem / Solution FitProduct / Market Fit © 2012 BigVisible Solutions 56
  57. 57. © 2012 BigVisible Solutions 57
  58. 58. © 2012 BigVisible Solutions 58
  59. 59. 1 2 3 4© 2012 BigVisible Solutions 59
  60. 60. These 1 2havepotential. 3 4 © 2012 BigVisible Solutions 60
  61. 61. ChooseCustomer, 1 2 3Problem,Solution 4for each. © 2012 BigVisible Solutions 61
  62. 62. DesignMinimum 1 2Viable 3Experiments. 4 © 2012 BigVisible Solutions 62
  63. 63. 123 3.14 © 2012 BigVisible Solutions 63
  64. 64. Cultural, Organizational & LeadershipBarriers © 2012 BigVisible Solutions 64
  65. 65. Are your teamsempowered to use acanvas? © 2012 BigVisible Solutions 65
  66. 66. © 2012 BigVisible Solutions 66
  67. 67. How does this scaleup and across theorganization? © 2012 BigVisible Solutions 67
  68. 68. © 2012 BigVisible Solutions 68
  69. 69. Vision Strategy Team© 2012 BigVisible Solutions 69
  70. 70. Experiment DashboardID Hypothesis Description Status Next Steps © 2012 BigVisible Solutions 70
  71. 71. Where do thenew ideas go? © 2012 BigVisible Solutions 71
  72. 72. How topitch a VC VP © 2012 BigVisible Solutions 72
  73. 73. But we’re alreadydoing agile do wereally need a canvas? © 2012 BigVisible Solutions 73
  74. 74. Iterative Product+ Static Business Model Failed Organization © 2012 BigVisible Solutions 74
  75. 75. Place the Canvas on the wallnext to your Kanban board. © 2012 BigVisible Solutions 75
  76. 76. Questions? © 2012 BigVisible Solutions 76
  77. 77. David J Bland Agile Consultant [m]: +1 703 945 0700 [ e ]: dbland@bigvisible.com [ u ]: www.bigvisible.com [ t ]: @davidjbland© 2012 BigVisible Solutions 77
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